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Take the Money Issue Off the Table & Sell More

Written by: Cheryl A. Clausen

Article Overview: The money objection is one that makes many a salesperson cringe. It’s a common objection that won’t go away. You’ll never be as successful as you could be until you successfully overcome the money issue.

Take the Money Issue Off the Table & Sell More

The money objection is one that makes many a salesperson cringe. It’s a common objection that won’t go away. You’ll never be as successful as you could be until you successfully overcome the money issue.

Don’t make the mistake of thinking you can argue your way around a money objection. You do that when you hear a money objection by trying to tell the potential client how what you have to offer is worth far more than the investment you ask. While what you say may be 100% true in most cases you’ll win the argument and lose the sale.

First, make sure you understand what the potential client is really objecting to when the money issue comes up. When a potential client says, “I don’t have enough money” what are they really saying? They may be saying they can’t pay for what you offer all at once. They may be saying they’d have to get a loan or switch their money around to make the investment. They may be saying they don’t think what you have to offer is worth the investment required to get it.

Until they tell you exactly what they mean you can’t move forward. An easy way to find out is to simply ask, “Can you tell me more about that?” Then listen closely to what they say.

How often do you hear, “It’s too expensive?” Again what does the potential client really mean? Do they mean they want you to cut the price? Do they mean it isn’t worth it to them? Do they mean they know they can get what they perceive as the same thing for less somewhere else?

Again, you can’t move forward until you know exactly what the potential client means. So you ask clarifying questions. And you still never try to argue to convince your future client you’re right. Rather you ask them, for example if they indicated they couldn’t pay for your offer in one investment, “What would work for you?’

Now you have the opportunity to work together to help them get what they want while helping yourself get the new client you want.

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  Financial news
  Objections are Requests for more Information
  Solution Sales - What is it?
  Put An Issue On the Table

Article Tags: clarifying questions, enough money, mistake, money issue, objection, salesperson



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